Title: Ohmeda BOC
|Date:||January 5, 1996|
|Length:||7 / 1972|
|No of views:||0|
|Essay rating:||good 0, average 0, bad 0 (total score: 0)|
In order for Ohmeda to grow at a rate of 11% annually, Ohmeda will need to prevent the dealer/ direct sales representative overlap to maximize profit.
The most efficient geographical channeling strategy is generating 25% of revenue from geographically orientated dealers (Point A to Point E; Exhibit 1)...
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This shift in channeling is necessary because urban and rural hospitals have different demands and require different approaches. Currently, Ohmeda salespeople spend only 47% of their time on urban hospitals, which takes almost 20% more time to sell. Sales reps are also less effective in large hospitals ? they spend over 140% more time selling the same machine at a large /urban hospital than at a small / rural hospital...
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